Blog Articles

Article Category: Sales Management

TALKING SALES 216: "A sales manager is a high performance coach"

TALKING SALES 216: "A sales manager is a high performance coach"

John Smibert19 June 2019

"The biggest impact on performancecomes through coaching"-Interview byJohn SmibertGood sales management is the cornerstone of the success of any sales organisation.To adapt a quote from Tony Hughes, front line sales managers can be th...

Read More
TALKING SALES 205:  "Coaching before and after the sales call"

TALKING SALES 205: "Coaching before and after the sales call"

John Smibert20 February 2019

"Develop sustainabilityby coaching pre& post call" - Interview by John Smibert.One of the biggest challenges most organisations have is todrive sustainable growth in revenue. Effective coaching, by sales managers of their indi...

Read More
TALKING SALES 199: "A Sales Manager is a Change Agent"

TALKING SALES 199: "A Sales Manager is a Change Agent"

John Smibert06 January 2019

"Sales leaders need to be ahead of the game, proactivelyriding the change wave"-Interview byJohn SmibertEverywhere we turn people are talking about how change is accelerating the world of B2B sales.I wanted to get a feel about what th...

Read More
TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

TALKING SALES 193: "Super sales person vs super sales leader" - Maria Nordstrom

John Smibert05 October 2018

"Sales managers need to be skilled leaders more than skilled salespeople" - Interview by John SmibertSales managers are the engine room of any sales organisation. The quality of the sales leadership team, and their ability to lead t...

Read More
TALKING SALES 190: "Managing good salesperson behaviour"

TALKING SALES 190: "Managing good salesperson behaviour"

John Smibert14 September 2018

"Ensuring good sales behaviour with customers is critical for success" - A John Smibert discussion with Tony Hughes.We need our salespeople toengage with our customers in a constructive and positive manner with their underlying intent be...

Read More
TALKING SALES 184: "A good sales manager is a great communicator"

TALKING SALES 184: "A good sales manager is a great communicator"

John Smibert16 July 2018

"Good sales managers communicate effectively up, down and across"-Interview byJohn SmibertHave you ever experienceda sales manager who is not a good communicator?Most of us have. It's not fun. They just seem to expect their sales ...

Read More
TALKING SALES 183: "The managers role on a sales call"

TALKING SALES 183: "The managers role on a sales call"

John Smibert19 June 2018

"First agreeyour role beforeriding shotgun" - Interview by John Smibert.One of the most important and productive activities of a sales manager is to ride shotgun with his team members when they call on customers. Yet if it's n...

Read More
"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

"Why are 60% of your salespeople failing?" discussion with Tony J. Hughes

John Smibert15 December 2017

About 60% of B2B salespeople are not achieving their numbers.There are a number of reasons for thisyet one of the key onesis the challenge of growing and maintaining a quality pipeline in a changing sales world.This issue is addressedIn this inter...

Read More
TALKING SALES 167:   "What the better sales managers do"

TALKING SALES 167: "What the better sales managers do"

John Smibert10 December 2017

"Good sales managers lead and coachtheir people to success" - Interview by John SmibertI recently had the pleasure of talking with international sales expertDylis Guyanabout sales management.Before I share that discussion with youfir...

Read More
TALKING SALES 157:  "Coaching for sales performance"

TALKING SALES 157: "Coaching for sales performance"

John Smibert16 June 2017

"How to coachto achieve sustainable salesperformance" - Interview by John Smibert.In my experience good, systematisedsales coachinghas more impact on achieving sustainable sales and revenue growth than any other sales management ac...

Read More
TALKING SALES 153:  "Rebirth of the salesman"

TALKING SALES 153: "Rebirth of the salesman"

John Smibert23 April 2017

"You're company and product is not enough" - Discussion with John Smibert.The future of the sales profession is in question. There are significant recent changes - or more to the point - paradigm shifts are occurring that...

Read More
TALKING SALES 151: "A sales manager is a delegator"

TALKING SALES 151: "A sales manager is a delegator"

John Smibert06 April 2017

"How good sales managers delegate effectively - up and down"-Interview byJohn SmibertSales Management is a tough gig - probably one of the most difficultmanagement jobs around. All sorts of responsibilities and tasks are loaded onto t...

Read More
TALKING SALES 148: "Business strategy before social media strategy"

TALKING SALES 148: "Business strategy before social media strategy"

John Smibert20 February 2017

"Let's try social media- we'll worry about strategy later!!!!" - Interview withJohn SmibertIt drives me mad to see so called social media gurus teaching people how to implement social media solutions, butnever ask;"Wh...

Read More
TALKING SALES 146:  "Top 3 sales management mistakes"

TALKING SALES 146: "Top 3 sales management mistakes"

John Smibert09 February 2017

"What's your sales team culture like?" - discussion withJohn Smibert.Being a sales manager is tough. We all make mistakes that will negatively impact on sales. IknowI've made more than most over my career. And that&...

Read More
TALKING SALES 143:  "Burning your brand"

TALKING SALES 143: "Burning your brand"

John Smibert08 January 2017

"The waymost of us generatedemand results in us burning our brand - is there is a better way?" - A 'Talking Sales' discussion with John SmibertJohn Bedwanyagrees that we have to continue talking to the marketplace to actually dri...

Read More
TALKING SALES 142:  "Five facets of effective coaching"

TALKING SALES 142: "Five facets of effective coaching"

John Smibert07 December 2016

"Effective and consistent coaching sustainably boosts sales" - Interview by John Smibert.One of the most effective ways to grow sales productivity is to implement sound sales coaching practices. To do this we need to develop a coac...

Read More
TALKING SALES 140: "Why measuring your pipeline is erroneous"

TALKING SALES 140: "Why measuring your pipeline is erroneous"

John Smibert20 November 2016

"Are you misleading yourself when you measureyour pipeline" - Interview by John SmibertFor years we have emphasised that it is vital that we measure our sales pipeline or sales funnel. We know must be putting enough leads in one end, ...

Read More
TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

TALKING SALES 139: "Sales coaching for behavioural change" - John Dougan

John Smibert15 November 2016

Can Stock Photo Inc. / photography33[/caption]"Coaching for behavioural change provides a better return than skills coaching" - an interview by John Smibert.I recently published a great discussion with John Dougan about how to apply sal...

Read More
TALKING SALES 135:   "Lose fast - win slow" - Tony Hughes

TALKING SALES 135: "Lose fast - win slow" - Tony Hughes

John Smibert06 October 2016

"The cost of pursuingbusiness we cannot win is huge" - discussion withJohn Smibert.I recently heard Tony Hughesstate that we need to "lose fast and win slow". This sounds counter intuitive. In this discussion Ichalle...

Read More
TALKING SALES 132:   "Territory Coverage: The #2 Sales Challenge"

TALKING SALES 132: "Territory Coverage: The #2 Sales Challenge"

John Smibert10 September 2016

Image by http://www.pixelstalk.net "What difference would it make if you could fully cover your territory?" - Interview by John SmibertSalespeople need to focus on moving qualified opportunities through the pipe - that's what we...

Read More

SALES LEADER FORUMS

A Sales Leader Forum provides you with the opportunity to connect with your peers and create a support network of like-minded individuals to learn how they have dealt with the same challenges, issues and problems that you’re facing.

LEARN MORE

FIND B2B SALES CONTENT – TO HELP YOU SUCCEED

1000's of sales articles, videos and sales tools.  Sales leaders and their teams can access most of it free - simply subscribe.

This site brings you some of the latest expert thought leadership content on business to business (B2B) sales from specialists, sales leaders and sales professionals.

LATEST ARTICLES

LATEST FROM TWITTER

ARCHIVED ARTICLES

CATEGORIES

© 2018 Sales Leader Forums. All Rights Reserved.